Sales Development Representative, SME & Growth Business

ABOUT AIRWALLEX Airwallex is the AI-native financial operating system for a real-time, intelligent economy. More than 675,000 businesses, including McLaren Racing, Qantas, SHEIN, and TikTok, use us, directly or through our platform partners, to run their financial operations or build and monetize financial products of their own. We started in Melbourne in 2015 to build the infrastructure global commerce runs on. We're the regulated backbone behind global payments: not by accident, but by design. A decade plus, 85+ licenses, and a financial infrastructure spanning North America, Europe, the Middle East, and Asia-Pacific. We're co-headquartered in San Francisco and Singapore, with more than 2,700 people across 27 offices. We hire builders with founder-level energy, people who move fast with good judgment, dig in with real curiosity, and make calls from first principles rather than waiting to be told what to do. Read our operating principles https://www.airwallex.com/en-us/operating-principles to see it in full. HOW YOU'LL MAKE IMPACT You’ll build and scale Airwallex’s outbound sales motion across the DACH region, with a particular focus on establishing a strong German pipeline. You’ll identify and qualify high-value accounts through cold calls, personalised email, social selling and other multi-channel plays, while designing and refining the outreach approaches that work best for the market. - Build a strong German pipeline by identifying and engaging high-value accounts through targeted, multi-channel outreach. - Qualify sales opportunities by uncovering business needs and creating high-quality pipeline for Account Executives. - Develop prospecting playbooks, messaging frameworks and scalable sales assets that support expansion across the DACH region. - Improve outreach performance by testing AI-assisted sales tools and refining the approaches that work best for the market. - Partner with Marketing and Product to turn market feedback into actionable insights and more relevant campaigns. - Maintain accurate CRM records, monitor activity and funnel performance, and deliver thoughtful handovers that move qualified opportunities smoothly through the early sales funnel. You’ll work from our Berlin office three days a week. WHAT WE'RE LOOKING FOR ESSENTIALS - At least one year of experience in a high-performing B2B SaaS or fintech SDR/BDR role, with a track record of meeting or exceeding targets. - Native or bilingual fluency in German, both verbal and written, and professional working fluency in English. - Experience initiating conversations with prospects through cold calling, personalised email, social selling or other outbound channels. - Experience qualifying opportunities, uncovering business needs and creating high-quality sales pipeline. - Experience building or refining outbound strategies, including ideal customer profiles, prospecting playbooks, messaging or sales processes. - Hands-on experience using CRM systems and maintaining accurate activity and contact data. - Strong interest in AI-assisted sales tools, modern sales technology and data-led prospecting. - A self-starter mindset, high urgency and the ability to operate effectively in a fast-moving, ambiguous environment. - Strong written and verbal communication skills, with the ability to adapt messaging to different audiences. - A collaborative, team-first approach and the ability to work closely with Marketing, Product and Account Executives. PREFERRED - Experience in a zero-to-one or early-stage market expansion role. - Experience with automated enrichment, AI sales co-pilots, intent data or hyper-personalised messaging. - Experience developing sales playbooks, prospecting assets or market-specific messaging. - Experience working with German or wider DACH customers. YOU'LL THRIVE HERE IF - You have a track record of hitting your numbers, and you’re motivated by stretch goals. - You’re comfortable making decisions with incomplete information and moving quickly anyway. - You’re excited by a category that hasn't been won yet, and want to be early enough to shape it. - You default to action. You'd rather course-correct in motion than wait for perfect clarity. - You communicate clearly and directly across cultures, and you're thoughtful about how context shifts meaning across borders. LEARN MORE ABOUT YOUR TEAM SME & Growth at Airwallex is about more than closing deals. We help small and mid-market businesses solve real financial challenges across borders: getting paid globally, managing multi-currency accounts, paying suppliers, and running spend across markets from a single platform. You're not selling a feature. You're helping founders and finance leaders replace fragmented financial operations with one global system that actually scales. It's a function for sellers who like to build, not follow a script: curious, resourceful, and comfortable figuring things out in markets that are still wide open. You get real autonomy to create value, build relationships, and move opportunities forward. If you want to sell a serious product, solve real problems for ambitious businesses, and build your career fast, this is a place to do it. APPLICANT SAFETY POLICY: FRAUD AND THIRD-PARTY RECRUITERS To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com http://airwallex.com email address. Please apply only through careers.airwallex.com http://careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to